One of the most fundamental questions about any negotiation that has to be answered is who should be running the show? If you ask most of us, we’d tell you that it’s the person who is ultimately in charge – the big man (or woman). It turns out that this is the wrong answer. We … Read more The Worst Person To Negotiate For You Is – You!
How are you going to help the other side of the table make a decision the next time you sit down to a sales negotiation? It turns out that in order to increase your chances of successfully reaching an agreement, you’re going to have to step into the shoes of the other side of the … Read more Sales Negotiators Need To Step Into The Other Side’s Shoes For A Bit